Chapter 2 Chapter 2 Can you sell the comb to the monk?

Chapter 2 Can you sell the comb to the monk? 1. Encounter a wonderful trap in job hunting It is said that in the spring of Liu Bei’s senior year of graduation, Lu Zhi was arrested and imprisoned for offending the director of the school’s office, Zuo Feng. The charges involved pornography and corruption.It wasn't until Liu Bei graduated and left school that he was acquitted and released because of unsubstantiated investigations.It's just that when he came out, he was no longer the general manager of the school-run company, and a man named Dong Zhuo took his place.To be precise, Lu Zhi went to prison and Dong Zhuo took office.

This Dong Zhuo is not a faculty member of Yangtze University, but a businessman.After he took office, he immediately changed the name of the school-run company and named it Miracle Health Products Co., Ltd.Another ad was placed in the school newspaper for marketing staff and a recruitment presentation was held in the school auditorium.Liu Bei, Guan Yu, and Zhang Fei met to apply for the job together. When they walked to the door, they saw that there were quite a lot of people applying for the job.Liu Bei smiled bitterly: "It seems that jobs have become a rare resource, and the competition is fierce!"

Dong Zhuo, the general manager, presided over the recruitment presentation in person.First, he showed the "Wonderful Smart Comb", a patented product of Wonderful Company.He introduced: "This wooden comb looks ordinary, but it actually has a very high technological content. It uses the magical sun orange tree on the border of Yunnan as raw material, and is made through 18 modern manufacturing processes. It is worth explaining that as The raw material Yangcheng tree is a rare tree species that many botanists do not know. Our company specially bought more than 7,000 mu of mountain land on the border of Yunnan to cultivate this endangered and rare tree species. Another point is that this wooden comb is Soaked in special medicinal water, the teeth of the wooden comb are also specially designed. Through the combing of the scalp with these 38 teeth, it can effectively stimulate the grooves of the brain, activate brain cells, and achieve the health care effect of refreshing the brain and improving intelligence. .”

Someone in the audience asked: "How much is this wooden comb?" Dong Zhuo said: "The original price is 2,880 yuan. In order to repay consumers' love for Miracle Smart Comb, the current price is 880 yuan, which is only a fraction of the original price." He emphasized: "It is very cheap." Everyone said: "880 yuan for a wooden comb, that's not cheap!" Dong Zhuo said: "Don't compare it with an ordinary wooden comb. It is a high-tech product after all! Besides, it serves the human brain. The value of this brain is infinite, and it cannot be equated with a pig's head. ,Right?"

Now, everyone has nothing to say. Next, Dong Zhuo introduced the company's remuneration packages, which include a basic salary of 16,000 yuan, performance bonuses and on-the-job training. 16,000 yuan?The venue suddenly boiled.It is unbelievable that you can get a basic salary of 16,000 yuan as soon as you leave school. This wonderful company is really wonderful!Everyone scrambled to squeeze forward, and surrounded the lady who handed out the job application form. 2. Sell the comb to the monk Liu Bei, Guan Yu, and Zhang Fei all successfully passed the primary selection and became probationary employees of Wonderful Company.The company also specially arranged a three-day ABC pre-job training for them in Hulaoguan Business Resort. A is the abbreviation of Assertive, the English original meaning is assertive. B is the abbreviation of Beautiful, which means beautiful in English. C is the abbreviation of Creative, the English original meaning is creative.Dong Zhuo explained:

A's assertiveness is not the stubbornness of a frog in a well, but means good personal qualities and the resulting self-confidence; The beauty of B is not the kind of ostentatious beauty, but means well-trained professional performance, which can give the first impression that customers like; C's creativity means that meaningful, developmental, new and progressive stimulus variables can be added from work and life at any time, so as to make work more meaningful and enriched. He said: "ABC is efficiency. The purpose of the company holding this ABC pre-job training is to hope that everyone here can become an effective employee. After this ABC training, we arranged a practice Sexual test questions: With a one-month probation period, each person sells 100 Miracle Smart Combs. Anyone who passes this test question can prove that he is an effective person, and can immediately become a regular employee of Miracle Company, enjoying The remuneration package of 'basic salary 16,000 yuan + performance bonus'."

The students were taken aback, and they all commented: "Sell 100 combs a month? Is there a mistake? How is this possible?" Dong Zhuo asked everyone to be quiet, and further explained: "The reason why this practical test is arranged is because the company believes that the concept of talent selection is not as good as horse racing. A truly effective person is like a thousand-mile horse, and it will come out after a 'race'." , right? Do you know that someone before you even managed to sell a comb to a monk and answered this test question with a high degree of salesmanship. If they can do it, why can't you?"

The students were even more surprised: "Someone successfully sold the comb to the monk? Who is it? How did he do it?" Dong Zhuo asked: "Yeah, why would monks buy combs? As we all know, combs are used to comb hair, and monks are bald and don't use combs, so it's counterintuitive to sell combs to monks. However, although most people think it is Impossible things, but there are still those who dare to do what others dare not to do, turning the impossible into a possibility and a reality. Do you want to hear this legendary story?" The students said: "I want to!"

So Dong Zhuo, like an aunt in a kindergarten teaching children, asked everyone to correct their listening postures, and then began to tell the story of "Selling the Comb to a Monk": This is a story that happened at the beginning of Wonderful Company.In order to select talents with real ABC effects, the company requires each applicant to pass a test: to sell 100 magical smart combs in a horse racing manner, and sell them to a specially designated group of people: monks.This difficult and strange question with a unique conception can be described as unique and well-intentioned. Almost everyone is skeptical: sell combs to monks?How is this possible?Did you make a mistake?Many people retreated, but there were still three people A, B, and C who bravely accepted the challenge... When the one-week deadline came, the three returned to the company to report their sales practice results. Mr. A only sold one. Mr. B sold 10, Mr. C actually sold

1 000 pieces.Under the same conditions, why is there such a big difference in the results?The company asked them to talk about their sales process. Mr. A said that he ran to three monasteries and was scolded and beaten by monks countless times, but he was still unyielding. Finally, he moved a young monk and bought a comb. Mr. B went to an ancient temple on a famous mountain. Due to the high mountain and strong wind, the hair of the faithful men and women who came to offer incense was blown into disorder.Mr. Yi found the abbot and said: "It is disrespectful to face the Buddha with unkempt hair. You should put a wooden comb in front of each incense table for faithful men and women to comb their hair." The abbot thinks it is reasonable.There were 10 incense cases in that temple, so I bought 10 combs.

Mr. Bing came to a well-known treasure temple in the mountains where incense was very popular, and said to the abbot: "Everyone who comes to offer incense must have a pious heart. Combs, your calligraphy is outstanding, you can engrave the word 'Jishan Comb' and give it as a gift." The abbot was overjoyed after hearing this, and immediately bought 1,000 combs. The company believes that the three candidates represent three types of people in marketing, each with its own characteristics.Mr. A is a persistent salesman, with the advantages of hard work, perseverance, and sincerity; Mr. B has the ability to observe things and reason and judge, and can boldly imagine and make the best use of the situation to achieve sales; The analysis and research of the crowd, bold creativity, and effective planning have developed a new market demand.Due to Mr. B's extraordinary intelligence, the company decided to hire him as the director of the marketing department. What's even more exciting is that once Mr. Bing's "Jishan Comb" came out, it was passed on to ten, ten to hundreds, more worshipers, and more incense.Therefore, the abbot placed an order with Mr. B again.In this way, Mr. B not only sold 1,000 combs at a time, but also obtained excellent results of long-term orders, realizing the optimization and maximization of marketing work.And for the company, the biggest gain is not the order form, but Mr. Bing, a very talented person who has made great achievements. Dong Zhuo said: "Do you know? That Mr. C is me! After I worked as the director of the marketing department in Miracle Company for 8 months, I was promoted to the general manager of the company, and I was personally responsible for the development and management of human resources. I always keep in mind that I started as a salesman before I got to where I am today. At the same time, I also know that 70% of the bosses in the world have been salesmen. I believe that a salesman with ABC effectiveness There should be enough ability to sell any commodity to anyone. I believe that such excellent salesmen will be produced among you." Liu Bei raised his hand shyly and asked: "Mr. Dong, your ABC theory can be understood by Assertive and Beautiful, but it seems difficult to be Creative?" Dong Zhuo said: "If you say it's difficult, it's difficult. If you say it's not difficult, it's not difficult. I teach you two tricks. The first trick is to learn to think differently, and to think about the circumstances under which customers will buy our products. The second The second trick is to learn to pull the 'bull nose' of customers." The students said: "That's right, the cow will follow obediently only if it is held by the nose. Otherwise, no matter whether you pull the cow's ears or pull the cow's tail, it is impossible to make the cow obey." Dong Zhuo laughed and said, "As long as you comprehend the mysteries of these two tricks with your heart, you can create whatever you want in the future, and you will be proud of whatever creativity you have." 3. Lu Bu sold 999 combs The one-month trial period was coming soon, but Liu Bei didn't even sell a single comb.Ask Guan Yu, Guan Yu is the same.Ask Zhang Fei, Zhang Fei sold 6. Liu Bei said: "Oh, the third brother is still capable!" Zhang Fei blinked: "What ability do I have? It's not that my aunt, aunt, aunt, cousin, cousin sees me as pitiful, One person bought one. " Guan Yu said: "There are only five of them!" Zhang Fei said with a wry smile: "There is another one, I bought it for my girlfriend!" Liu Bei sighed deeply: "I think we did a lot of things during our work-study program, why can't we even sell a comb now? Why did the three of us become so useless all of a sudden?" Guan Yu also said worriedly: "Seeing that this month's sales task will not be completed, what should I do?" Zhang Fei smacked his lips and said, "My girlfriend gave me an idea, saying that I should buy all 100 combs myself." Guan Yu asked, "Then why?" Zhang Fei said: "Isn't it because of the monthly salary of 16,000 yuan! 16,000 a month, 6 months, won't all the money for buying combs be returned? 100 combs will be left behind!" Liu Bei said, "Isn't that deceiving the company?" Zhang Fei said: "The leader of the company only asks you to complete the sales volume. Who does he care about you selling to?" Liu Bei said: "Your view is wrong. The company gave us a one-month probationary period to assess our ability, not sales volume." Zhang Fei said, "Brother, you are so sincere. I just ask you, do you still want this job?" Liu Bei thought for a while, and resolutely replied: "My father told me two words before he died: 'To be a good person, you should have an upright image; to achieve great things, you must be diligent and cautious.' I would rather not have this job. , and you can’t deceive yourself like this!” Guan Yu also agreed, saying, "Brother is right. A man behaves like the sun, menstruates, and flows like a river. Maybe, what the company wants is the kind of personality of the elder brother!" Zhang Fei raised his hand to admit defeat and said, "Okay, okay, since you are all so stubborn, I have no choice but to lead you by the corners of your clothes! Well, the three of us brothers are top students in school, and we will be the top students in the examination at the end of this month." Bad students! Let's just wait with a cheeky face!" Sure enough, as Zhang Fei expected, in the monthly performance assessment, almost all other colleagues overfulfilled their tasks. Among them, Lu Bu became the champion of the month with a sales volume of 999; only the three brothers were on the black list.Dong Zhuo called the three brothers into his office, and asked with a stern face: "I don't understand why everyone else can complete the task, but you three are so useless? Look at Lu Bu, come with you The company trained at Hulaoguan together, but they managed to achieve a good score of 999, which is only one hand behind my old Mr. C! I really don’t understand, what are you all thinking about for a whole month? " Zhang Fei said unconvinced: "Who knows how they completed the task? I can guarantee that some of them must be cheating and buying combs with their own money to make up for it!" Dong Zhuo said angrily: "What's wrong with paying for it yourself? Paying for it yourself means that he likes the products he sells. Don't give to others what you don't want yourself to do. Selling products you like is a manifestation of good professional ethics. Why can't you learn a little bit?" He tapped the executive desk with a water pen, pondered for two minutes, then calmed down, and said, "Well, I'll give you another month's assessment period. Or pay for it yourself, all in all, the company judges heroes by their performance. I hope you will not disappoint my expectations of you!" Liu Bei was ashamed, and bowed to Dong Zhuo to thank him, while beckoning to Guan Yu and Zhang Fei, and hurriedly retreated together.What made him even more ashamed was that the task was not completed in the second month. According to the company's regulations, if a salesman has no performance during the probationary period, he will not be paid.Having no income for two consecutive months, eating has become a problem.There was no other way, the three brothers had no choice but to give up this high-paying salesman position and go to the talent market to find another way out.Two months later, they found a second job at Xuzhou Trading Co., Ltd., but the monthly salary was only 1,600 yuan. Zhang Fei said: "The 1,600 yuan is still real. Although Miracle's 16,000 yuan is 10 times higher, it is like the moon in the water. It is impossible to touch." Liu Bei sighed and said, "That can only be blamed on our incompetence. Look at Lu Bu, he is really a hero, he is the sales champion every month." Two years later, Liu Bei came to Hulaoguan Business Resort again to attend the China Marketing Summit held here, and met Lu Bu by accident. The old friends are naturally very happy to meet each other. Lu Bu told Liu Bei that since they left, Miracle Company has developed rapidly. It has not only made great progress in the health care product market, but also marched into the real estate industry on this basis, and established Jingdu Industrial Group limited company.He handed each of Liu Bei, Guan Yu, and Zhang Fei a business card with the title of Vice President of the Kyoto Group imprinted on it. Lu Bu said: "After the meeting this afternoon, I'll treat you to Sichuan cuisine. You three brothers, you should all come." 4. The Secret of Heaven Was Finally Leaked "How are you doing?" Lu Bu asked complacently after drinking for three rounds. Liu Bei replied very humbly: "We don't dare to compare with Mr. Lu. Now we are small managers of a small company." Lu Bu said: "A friend, I'm not talking about you. You are so honest. Look at me, now my annual salary is more than 2 million yuan. Look at you, you are working hard for more than 1,000 yuan every month. In other words, you have worked hard for two lifetimes, but you can’t compare to my annual income. This person is the same as other people, with the same nose and eyes, but the inside of the head is different, and the different head makes it A different fate." While pouring wine for him, Zhang Fei asked, "Mr. Lu, why do you become the sales champion every month? Do you have any secret weapons? Or, do you really have a way to sell combs to monks? " Lu Bu smiled and said, "You guys are really honest—no, you're so stupid and cute!" The three brothers were taken aback by scolding. Lu Bu said: "Don't you see any mystery from the story of "Selling the Comb to the Monk"? Don't think about it, how could the monk buy the comb? Have you seen it with your own eyes? Sell the comb to the monk? Either the monk in the story is a fool, or the person who listens to the story is a fool, but the storyteller is always a smart person with ulterior motives." Liu Bei said: "When you said that, I remembered it. The indomitable Mr. A was scolded and beaten countless times, and finally moved a young monk and 'sold' a comb. Mr. Dong praised him. He's "perseverance, and he will finally achieve something", I'm afraid it's a bit absurd. The little monk bought him a comb to see how pitiful he is, right? Then, Mr. A can't be said to have "sold" a comb, right? ? How can you forget the favor of others and count it as your own achievement?" Guan Yu also said: "The 10 combs that Mr. Yi sold are also very doubtful. He said that he would put a comb on each incense table for devout men and women to comb their hair. If it is disrespectful for devout men and women to be disheveled in front of Buddha statues, Maybe it’s not polite to comb your hair in front of a Buddha statue?” Zhang Fei slapped his thigh and shouted, "That's right, the story about that Mr. C is also fake! Buying combs for monks is suspected of being romantic, and it is even more impossible to buy 1,000 Jishan combs as gifts to pilgrims. If I It’s the abbot, and he definitely wouldn’t do such a stupid thing that would damage the reputation of Buddhism.” Liu Bei said: "Yes, what is the relationship between using a comb and doing good deeds? It seems far-fetched to tie these two things together. It is better to give gifts such as calligraphy and painting works or tea to pilgrims. Write a few words on the tea box: 'Purify your thoughts and clean your heart, and welcome people with kindness' - it is sure to be more suitable than that nonsense Jishan comb." Only then did the three brothers suddenly realize that the story of "Selling the Comb to the Monk" was purely fictional. "But..." Liu Bei looked at Lu Bu suspiciously, "What about the 999 combs you sold?" Lu Bu gulped down a glass of beer and told them without a doubt: "During the trial period, I did sell 999 combs." "Then how did you do it?" The three brothers asked strangely. "My..." Lu Bu laughed triumphantly, "Didn't Dong Zhuo use the high salary of 16,000 yuan as a bait to recruit our group of salesmen? In order to get this high-paying job, many people advance their own money to pretend to be Sales Performance……" Zhang Fei said: "I know about this. But how did you do it? 999 combs, that's hundreds of thousands of dollars. Where did you get so much money?" Lu Bu laughed and said, "What do you mean by the law of the jungle? Where is the weak and where is the strong? It's all in this head! Therefore, every person with a business mind will focus on a group of fools and idiots. Dong Zhuo will do this, I, Lu Bu Yes. He used a monthly salary of 16,000 yuan as a bait to find a group of salesmen who advanced the money; I did the same and found a group of subordinates who advanced the money for me.” The three brothers were taken aback.Unexpectedly, in this shopping mall, every step is planned! Zhang Fei asked again: "Why did you sell 999 combs instead of 1,000?" Lu Bu shook his head and said, "Why don't you even understand this? As Mr. B in the story, Dong Zhuo's sales record is 1,000. How can I steal his limelight?" Zhang Fei let out an "Oh" and was embarrassed to say anything more. "Do you know?" Lu Bu continued, "The Wonderful Company developed into today's Kyoto Group, relying on my marketing methods. The annual turnover of hundreds of millions, 90% are salesmen all over the country themselves Out of pocket. Can you say it's not a miracle?" The three brothers were taken aback again.Those foolish salesmen didn't realize that they themselves were the monks in the story! Lu Bu, whose face was flushed with wine, rested his head comfortably on the back of the chair, lit a cigarette, exhaled two smoke rings, and said slowly: "Now, Dong Zhuo invented—no, I, Lv Bu, based on Dong Zhuo's thought. The monk sales method invented on the Internet has been widely used in beauty clubs, fitness clubs, life insurance, education and training, etc. As long as you type the title 'sell combs to monks' in the Internet search engine google, you can search Tens of thousands of related web pages. There are many more people who have changed it into so-called no-store sales method or franchising. It is a pity that my monk sales method cannot be patented, and no company has asked me After paying a penny of patent royalties, it is impossible to talk about applying for patent protection.” Zhang Fei asked angrily, "Don't tell me nobody cares about you?" "Who cares?" Lu Bu tilted his head, and said, "Wonderful Company has been Dong Zhuo's private property from the very beginning. The reason why it wears the cloak of a school-run enterprise is to win the trust of customers. People are soft-spoken, and Changjiang University has a head and brains, who has no handle in Dong Zhuo's hands? No one has ever dared to control!" 5. Those who do evil must perish It was already two o'clock in the morning to send the drunk Lu Bu back to the hotel.Zhang Fei said: "It's going to be bright in a blink of an eye, and I'm hungry, so why don't I go to sleep, go out and find a stall that's open all night, and continue eating and drinking." So, the three brothers closed the door for Lu Bu, went back to their respective rooms to tidy up for a while, then woke up the waiter to open the door, and walked on the newly repaired asphalt road against the cool night wind. At this time, Liu Bei suggested again: "It's better to buy some peanuts, dried beans, and beef jerky, and go to the mountain in the east to watch the sunrise." Guan Yu asked, "Why does eldest brother still have the elegance of his student days?" Liu Bei said: "Lv Bu taught us a solid lesson today. The monk's story touched my heart so strongly. In the heartbeat, there must be a new life. I think we can finally welcome Career Sunrise!" Unexpectedly, the next night Lu Bu shocked the three brothers again. "Do you know?" Lu Bu told them mysteriously, "Diao Chan, a classmate in your class, was hired by our president Dong Zhuo." "What?" Guan Yu exclaimed in surprise.No one knows how many years he has been secretly in love with Diao Chan, and he never expected to hear such news from her suddenly.In a trance, I thought I had heard wrong.However, Lu Bu once again told them accurately that Diao Chan, the "school beauty" back then, had become the mistress of Dong Zhuo, the president of the Jingdu Group Company.Guan Yu's heart suddenly seemed to have poured a five-flavored bottle, with mixed feelings. The news spread like the wind, and soon, almost all the students knew about it.Some people scolded Diao Chan for being self-willed and depraved, and for the sake of enjoying herself, she did not hesitate to sell her appearance.Some people also scolded Dong Zhuo for his rotten life, and dared to play with women by his own methods.Only Liu Bei remained silent and did not make any comments.Zhang Fei reprimanded him and said, "You are too, Diao Chan is our classmate!" Liu Bei replied calmly: "It's not that I, Liu Bei, don't love my classmates. It's just that we have been classmates with Diao Chan for four years, but we haven't had any relationship. We don't know anything about her and Dong Zhuo. What do you want me to say?" Zhang Fei looked at him in surprise: "Brother, when did you become so indifferent?" Liu Bei said flatly: "Since we walked out of the campus, we have encountered a new situation that is almost completely different from the past. After such a long time, we should let ourselves adapt to it. What is there to make a fuss about? My only What's interesting is that Lu Bu is already the vice president, but our blueprint has not even appeared." Guan Yu asked, "Brother, you don't want to learn how to sell combs like Lu Bu, do you?" Liu Bei snorted and said, "Although Dong Zhuo and Lu Bu are good at making money, those who do evil will be punished. How can I learn from them?" Sure enough, only two years later, there was a sequel to the Diao Chan scandal.Dong Zhuo and Lu Bu were jealous because of her rivalry, and even fought in Fengyi Pavilion.In a fit of anger, Lu Bu killed Dong Zhuo, and was sentenced to five years in prison for manslaughter.The huge Jingdu Group Company suddenly collapsed and scattered dust. 6. Author's comments "Sell the comb to the monk" is a marketing story that is considered classic by some.Yet the story encourages one kind of commercial deceit and conceals another.If you believe in this story, it means that you are willing to be a praying mantis catching cicadas.If you don't believe the story and are spreading the word, it means you're the insidious titmouse behind the praying mantis. Your entrepreneurial creed defines your destiny.Since you believe in commercial fraud, since you have chosen to be a self-satisfied the squirrel, the archer will aim a sharp arrow at your back.You will not understand why people laugh at the praying mantis and the titmouse, but praise the heroic archer. You need a noble entrepreneurial creed, which is the first condition necessary for successful managers.